CLOE COURSE #4

ORGANISATIONAL CULTURE

Anca Anton
anca.anton@fjsc.ro
 INTERPERSONAL
COMMUNICATION:
C4
COLLABORATION,
NEGOTIATION,
CONFRUNTATION
 WHAT IS NEGOTIATION?

A conversation between two parties to reach agreement on

future action.
 TYPES OF NEGOTIATION

Bilateral negotiation – when 2 individuals or 2 groups are

involved

Multilateral/Group negotiation – when more than 2 individuals

or groups are involved.
 CONDITIONS OF NEGOTIATION

Interdependency
 One of the first conditions of a negotiation
 Also known as common interests

 Common project
 Common problem
 CONDITIONS OF NEGOTIATION

Divergence
 Without it we would have consensus (and no negotiation)

 Cognitive divergence – referes to preferences, opinions, and the

way the negotiated item is understood by the negotiators
 Interest divergence – related to the value/interest associated to the
negotiated item by the parts
 CONDITIONS OF NEGOTIATION

Voluntarily working together

 No one can be forced to negotiate – free will is essential to a
negotiation

 Do ut des – I will give that if you do too.

 Facio ut facies – I will do that if you do too.

Mutually beneficial agreement

 Win-win
 DEFINITION BY COMPARISON
Problem solving
- Common problem
- Similar objectives
- Similar solutions
- Not emotionally charged
Negotiation
- Common problem
- Both common and divergent
interests
- Solution reached by working
together
- Ends in a mutually beneficial
agreement (not a rule)
- Emotionally charged, but under
control
Pure confrontation
- Common problem
- Irreconcilable differences
- Different solutions
- Solution reached by occupying a
position of force
- Ends in victory/defeat
- Emotionally charged
STRUCTURE OF A NEGOTIATION

The Big Bang Theory – The Friendship Algorithm

 AREAS OF NEGOTIATION

International negotiation
Managerial and business negotiation
Social and political negotiation
Routine negotiation / Interpersonal negotiation
 THE NEGOTIATOR

Knowledge Abilities
 To be a good salesman/saleswoman
Aptitudes  To collect information and select what is
relevant
 Self control
 To communicate
 Patience
 To convince and influence
 Flexibility
 To be a good manager
 Creativity
 To create a good working environment
 Positive thinking
 To make and receive concessions
 Self motivation
 To deal with conflicts
 NEGOTIATION MODELS

Problem-solving approach — explores options and is solution-oriented

Competitive approach — individualistic and persuasive orientation

Compromising — seeks a middle ground

Forcing — makes the other party comply

Legalism — uses legal documentation to force the partner to comply

 NEGOTIATION STYLES

Cooperative
Creative
Rational
Passive
Hostile
Aggressive
Demagogical
 NEGOTIATION TECHNIQUES

 Exagerate your first offer

 Be in a hurry
 Be late
 Draw the line
 Make concessions/ajustments
 Invest
 Create competiton
 The call on authority
 The idiot
 „Play crazy”
 Showing off goods
 Flaterer
 NEGOTIATION TECHNIQUES

 Become alies
 Good cop/bad cop/worse cop
 Be silent
 The wrap / The bundle / The all in one offer
 The threat
 The bluff
 The all or nothing
 The done deal
 The ultimatum
 CHALLENGES

Ambiguity
Interference
Prejudice
Stereotypes
Lack of knowledge of body language and non-verbal cues
 COMPETENCIES IN NEGOTIATIONS

Tolerance for ambiguity

Behavioral flexibility
Goal orientation
Sociability & interest in other people
Empathy
Non-judgment
Meta-communication skills (tone of voice, body language, gestures,
facial expression, etc.)
 COMMON NEGOTIATION MISTAKES

Making negative initial impression

Failing to listen and talking too much
Assuming understanding by the other part
Failing to ask important questions
Showing discomfort with silence
Using unfamiliar and slang words
Interrupting the speaker
Failing to read the nonverbal cues
Failing to identify the levels on which a person negotiates and the interests
associated with each level
 COMMON NEGOTIATION MISTAKES

Failing to note key points

Making statements that are irritating or contradictory
Failing to prepare a list of questions for discussion
Being easily distracted
Failing to start with conditional offers
Failing to summarize and restate to ensure understanding
Hearing only what you want to hear
Failing to use curated supporting materials
 LANGUAGE USED:

To show agreement / understanding

 I agree with you on that point.
 That's a fair suggestion.
 So what you're saying is that you...
 In other words, you feel that...
 You have a strong point there.
 I think we can both agree that...
 I don't see any problem with/harm in that.
 LANGUAGE USED:

To object / to show understanding

 I understand where you're coming from; however,...
 I'm prepared to compromise, but...
 The way I look at it...
 The way I see things...
 If you look at it from my point of view...
 I'm afraid I had something different in mind.
 That's not exactly how I look at it.
 From my perspective...
 I'd have to disagree with you there.
 I'm afraid that doesn't work for me.
 Is that your best offer?
 LANGUAGE USED:

To close
 It sounds like we've found some common ground.
 I'm willing to leave things there if you are.
 Let's leave it this way for now.
 I'm willing to work with that.
 I think we both agree to these terms.
 I'm satisfied with this decision.
 I think we should get this in writing.
 I'd like to stop and think about this for a little while.
 You've given me a lot to think about/consider.
 Would you be willing to sign a contract right now?
 Let's meet again once we've had some time to think.